Telesales needs to continuously improve to keep up with changing consumer habits and competition in the sales space. To stay ahead of the game, you should always look out for opportunities for informal and formal telesales training.
Whether you are an individual telesales agent, a department manager, or a company owner you can use these tips to improve your telesales training and drive higher sales.
Evaluate your need for telesales training
The first step to improving your telesales skills is to know what areas you need more training on.
Use your existing sales targets
Your manager may already be setting you sales targets as a way to keep you motivated and working towards a wider business target. However, you can use sales targets to evaluate how you are performing against expectations to gauge how much training you need.
If you are consistently struggling to hit your targets, it may be a sign that you need a more substantial amount of training whereas if you often overdeliver you may just need to focus on staying up to date with the latest changes and trends.
Analyse call data
Even if you always hit your sales targets, there are likely to be some people you find it harder to sell to than others. This will vary by person as we’ll often build the easiest rapports with those we can empathise with – i.e. those who are the most like us.
Analyse your call data to understand which recipients you tend to struggle with so that you can focus your telesales training on developing the skills needed to sell to these people. Being able to sell to a wide variety of prospects will make you more appealing to employers and give you greater confidence as a telesales agent.
Get feedback on sales calls
Personalised feedback is one of the best ways to understand exactly what areas of telesales you need to improve on. You can get feedback from other sales professionals or managers by having them monitor your calls over a period of time. Customer feedback can also be valuable to help you understand what you lack from their perspective – after all, they’re the ones who are going to buy from you.
Skills to improve through telesales training
There are many skills that telesales training can help you improve, including:
Upselling to existing customers
How to ask the right questions
How to qualify a customer's requirements
Building rapport and establishing relationships
Objection handling skills
Dealing with difficult selling situations
Analysing data to maximise sales efficiency
How to improve telesales training
As mentioned at the start, you can use both formal and informal telesales training to improve your performance. Here are a range of both formal and informal training options you can explore.
Formal telesales training
Attend public telesales training
Public telesales training can be attended by anyone and usually takes place over one or two days. It also allows you to meet telesales agents from other companies who have different experiences to share.
Our Public Telesales Training Course takes attendees through the full telephone sales cycle and provides the skills and confidence to be able to make effective and engaging sales calls.
Take online telesales training
For those who need a more flexible way to develop their telesales skills, online telesales is a great option.
A move flexible option for participants that do not wish to travel is our Online Telesales Training Course covers the full telesales process and key topics like objection handling and how to qualify customer requirements.
Receive bespoke in-house telesales training
Arguably one of the most effective ways to improve telesales training in any organisation is to host bespoke training sessions in-house.
In-house telesales training ensures that telesales professionals are trained to sell the specific products and services that the organisation offers. In-house training can be tailored to cover the challenges telesales in the business tend to face and the objectives that the organisation has.
Our outbound telesales course is a popular option for businesses looking for an intelligent approach to outbound telesales to achieve sales goals and stand out from the competition.
Informal telesales training
Shadow a colleague
Shadowing those with more experience or higher success rates in certain areas can be a good way to start picking up more telesales skills. Replicate their approach when making your own sales calls to see if there is anything you can improve.
Stay up to date with industry publications
Another simple way to improve your knowledge of telesales is to ready industry publications to learn about new techniques and success stories. Consider reading articles from the Institute of Sales Professionals and Sales and Marketing Management to get started.
Follow industry experts
Similarly, to reading publications, following experts in sales can help you learn new skills and techniques to try on your calls. Sign up to the Think Selling Sales Training mailing list for the latest updates from our experts.
Over 80% of buyers are willing to accept a meeting with sellers that can demonstrate value and differentiate themselves from their competition. Ensure you stay ahead by keeping up with your telesales training.
Think Selling Sales Training offers a range of courses suited to individuals looking to develop their telesales skills to companies looking to improve the performance of their sales department.